Selling to Anyone Over the Phone
Posted by adminApr 26
The phone is the most important tool most sales professionals will ever use, especially now that companies are cutting back travel budgets and other sales-related expenses. But few sales professionals have ever had any real training in how to sell over the phone; at most they are given a script and some talking points. Effective phone selling means tailoring the approach to each individual customer, and Selling to Anyone Over the Phone shows how to do it much better. This priceless tool will help salespeople:
* build rapport
* identify and adapt to personality types
* generate excitement about a business or product
* listen for information that will lead to a sale
* control voice inflection and tone
* consistently close more deals over the phone
Customers are busier than ever and are being more and more selective in their purchases and business relationships. In a clear, reader-friendly tone, Selling to Anyone Over the Phone shows sellers how to develop truly exceptional phone skills and close more sales faster.
Product Details
* Pub. Date: September 2005
* Publisher: AMACOM
* Format: Paperback, 194pp
* ISBN-13: 9780814472842
* ISBN: 0814472842
Biography
Renee P. Walkup (Dunwoody, GA) is a sales and sales-management consultant with seventeen years of experience. She is a course facilitator at the American Management Association, a popular public speaker, and the leader of SalesPEAK, a sales performance organization. Sandra McKee (Sugar Hill, GA) is a professional coach, a motivational speaker, and a professor at DeVry. She has written articles for Small Business Opportunities and is the author of three books.
*
Table of Contents
Foreword
Acknowledgments
Introduction
Chapter 1 Polishing Your Phone Sales Tools
Chapter 2 The PLAYING Process
Chapter 3 Identifying Personality Types Over the Phone
Chapter 4 Getting Gatekeepers to Work for You
Chapter 5 Planning and Tracking
Chapter 6 Setting Up for Success
Chapter 7 Listening Through the Words
Chapter 8 Asking High-Value Questions
Chapter 9 Selling Through Objections
Chapter 10 Negotiating the Close
Appendix A PEAK Personality Type Assessment
Appendix B Powerful Proposals That Sell
Index
Author Information
Name : Phoners
Address : Data on server
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